Show Persistence For International Business #2

Great letter, weak close. When you spend this much time to draft a letter, don't leave the outcome to chance. Executives are notoriously busy, so don't wait for them to call you. Often, they won't. Not because they don't want to, but simply because they don't have time.

When you draft a tailored letter to an important contact, you should end it strongly. In this case, "I'll call you to see if there might be something to talk about in this suggestion."
RICHARD P. RUBY
1128 2nd Avenue South | Edmonds, Washington 98020
H: 425-759-8971 | C: 425-799-8767  | rruby@aol.com


December 16, 20—

Mr. Kenneth D. Blackman
Corporate Counsel
Storage Technology Corporation
2270 South 88th Street
Louisville, Colorado 80027

Dear Kenneth,

You will recall that I visited you a few months ago at Bill Henry's arranging. Our discussion started with copper--which has been a large part of my life--and then moved to the role and responsibilities of a corporate counsel for a smaller hi-tech firm.

Since our talk, I have been interviewing in the east, and expect to be back there in the next week or so--but, as I mentioned to you, I would much prefer to stay in this area.

Your current state of work overload may well last for much longer than anyone suspects. I wonder if you might be feeling the need for some additional, battle-scarred strength in your office, to help you keep track of and deal with the many outside big-league players now buffeting STC.

A press release describing the financing we put together for the Peruvian copper mine in the '70s is enclosed--simply to give you an idea of the complexity of the undertaking. I had a lot to do with the entire effort, and would be glad to explain my work and accomplishments in detail if you should ever wish.

Chase Manhattan was the lead commercial bank on the financing. The Millbank Tweed lawyer who carried their load is now the senior outside legal counsel to Chase. He knows me well from that period, and he or his assistant (also a Millbank partner) could give you a reading on my contribution. ASARCO'S outside legal counsel was Covington and Burling, specifically Phil Rathbun and Dick West both of whom knew amd valued my work highly. Phil, after it was all over, commented that my ability to master a complex tangle of financial and commercial relationships, and to keep all the pieces lined up and moving in the desired direction, was crucial to the success of the legal side of the endeavor.

Please call me if you think there might be something to talk about in this suggestion.

Yours truly,

Richard P. Ruby
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